Put the buyer's needs first.
90% of C-Suite executive don’t respond to impersonal B2B sales, while 60% of salespeople expect a decrease in sales this year. This means it's never been so important for sellers to put themselves in the buyer's shoes to understand their evolving needs, and develop a partnership based on trust.
of top sellers say they always put the buyer first.
5 Principles of Buyer First
Learn, then define
It's really all about the buyer, so get curious about their unique situation and learn the nuances of the challenges facing them. Then use your expertise to define a solution and the right buying process for them, and co-create a path to success, together.
of decision makers will consider a brand if the sales professional understands their business needs.
Show greater transparency by openly sharing information about your offer and their industry. They've already done their research, so by sharing trends, insights, and learnings specific to the buyer’s industry, you’ll show you’re an expert committed to adding value.
of buyers will strongly consider a brand when the rep shares content applicable to their decision-making role.
Solve, don't sell
Become an advisor by listening to the buyer’s specific challenges and crafting solutions that help them achieve their goals. If you can do this, you can create immediate impact and a lasting partnership.
of decision makers prefer working with sales professionals they perceive as trusted advisors
Make sure that their success is your success. Before the sale, offer tests, trials, and trainings. After the sale, stay actively engaged. Ensure the buyer is happy with how the solution is working and follow up with updates relevant to their business.
of decision makers crave more value
from the thought leadership they read.
Act in the buyer’s interest throughout their journey by investing in the long term, even if it means short-term sacrifices. Share your thought leadership, engage with theirs, and make introductions to form new relationships. You'll build trust and true partnerships that span careers.
of decision makers rank trust as the top contributor in closing a deal—above ROI or price.